Regional Sales Manager - Government & Defense

Bitdefender is a cybersecurity leader delivering best-in-class threat prevention, detection, and response solutions worldwide. Guardian over millions of consumer, enterprise, and government environments, Bitdefender is one of the industry’s most trusted experts for eliminating threats, protecting privacy, digital identity and data, and enabling cyber resilience. With deep investments in research and development, Bitdefender Labs discovers hundreds of new threats each minute and validates billions of threat queries daily. The company has pioneered breakthrough innovations in antimalware, IoT security, behavioral analytics, and artificial intelligence and its technology is licensed by more than 180 of the world’s most recognized technology brands. Founded in 2001, Bitdefender has customers in 170+ countries with offices around the world. For more information, visit https://www.bitdefender.com

Bitdefender is expanding its Government & Defense business across Europe. We are seeking a Regional Sales Manager to lead business development, strategic account management, and revenue growth within Germany's public sector.

The successful candidate will drive sales across federal ministries, state governments, defense organizations, intelligence agencies, law enforcement, and critical infrastructure operators. Working closely with Government Affairs, channel partners, and the regional enterprise sales organization, you will build long-term strategic relationships while executing complex cybersecurity opportunities.

Key Responsibilities

Business Development

Own revenue growth across:

Federal Government

State Governments (Länder)

Municipal administrations

Defense

Law Enforcement

Intelligence Community

Critical Infrastructure

Healthcare

Public Utilities

Develop strategic account plans for Germany's largest public-sector organizations.

Sales Leadership

Build and manage a qualified government sales pipeline.

Lead complex cybersecurity sales opportunities from qualification through contract award.

Coordinate cross-functional bid teams.

Develop executive relationships with customer leadership.

Drive forecast accuracy and pipeline health.

Achieve quarterly and annual sales targets.

Strategic Account Management

Develop executive relationships with:

CIOs

CISOs

Procurement leaders

Digital Transformation executives

Security Operations leadership

Government decision-makers

Become the trusted cybersecurity advisor to key accounts.

Partner Development

Develop joint business plans with:

Systems Integrators

Government resellers

Defense contractors

Managed Security Service Providers

Cloud partners

Work closely with strategic partners including:

Deutsche Telekom

SAP

Rheinmetall

Hensoldt

Airbus Defence

Rohde & Schwarz

Accenture

Capgemini

Bid & Procurement Management

Lead participation in:

Public tenders

Framework agreements

Competitive procurements

National cybersecurity programs

Coordinate internal resources including:

Sales Engineering

Legal

Product Management

MDR

Professional Services

Collaboration

Partner closely with:

Government Affairs

Marketing

Product Management

Threat Intelligence

Channel

Executive Leadership

Translate market intelligence into commercial opportunities.

Required Qualifications

8–12+ years of enterprise cybersecurity sales.

Significant experience selling into German public sector organizations.

Proven success managing multi-million Euro opportunities.

Strong understanding of public procurement.

Experience navigating complex buying centers.

Excellent executive presentation skills.

Fluent German and English.

Preferred Experience

Experience selling:

XDR

MDR

Endpoint Security

SIEM

Cloud Security

Threat Intelligence

Digital Sovereignty solutions

Success Metrics

Annual Revenue

New Business

Public-sector pipeline

Strategic wins

Framework agreements secured

Forecast accuracy

Partner-generated business

Executive relationships developed

Customer satisfaction

Key Competencies

Executive selling

Strategic account planning

Negotiation

Commercial leadership

Relationship management

Opportunity qualification

Collaboration

Results orientation